Management of a sales force / (Record no. 8195)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01636nam a2200229Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | NULRC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250520100552.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250520s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 72398876 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | NULRC |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF 5438 .S78 2003 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Spiro, Rosann L. |
| Relator term | author |
| 245 #0 - TITLE STATEMENT | |
| Title | Management of a sales force / |
| Statement of responsibility, etc. | Rosann L. Spiro, William J. Stanton and Gregory A. Rich |
| 250 ## - EDITION STATEMENT | |
| Edition statement | Eleventh edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | [New Delhi] : |
| Name of publisher, distributor, etc. | McGraw Hill Education, |
| Date of publication, distribution, etc. | c2003 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiii, 564 pages : |
| Other physical details | illustrations ; |
| Dimensions | 26 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Part 1. Introduction to sales force management -- 1. The field of sales force management -- 2. Strategic sales force management -- 3. Personal selling process -- Part 2. Organizing, staffing, and training a sales force -- 4. Sales force organization -- 5. Profiling and recruiting salespeople -- 6. Selecting and hiring applicants -- 7. Developing, delivering, and reinforcing a sales training program -- Part 3. Directing sales force operations -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force expenses and transportation -- 11. Leadership of a sales force -- Part 4. Sales planning -- 12. Estimating market potential and forecasting sales -- 13. Sales territories -- Part 5. Evaluating sales performance -- 14. Analysis of sales volume -- 15. Marketing cost and profitability analysis -- 16. Evaluating a salesperson's performance -- 17. Ethical and legal responsibilities of sales managers |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | SALES -- MANAGEMENT |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Stanton, William J.;Rich, Gregory A. |
| Relator term | co-author;author |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Total checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Gen. Ed. - CBA | LRC - Annex | National University - Manila | General Circulation | 11/14/2012 | Reaccessioned | GC HF 5438 .S78 2003 | NULIB000005954 | 05/20/2025 | c.1 | 05/20/2025 | Books |